Having an overwhelmingly large list of online retailer prospects is a pretty good problem to have, but it’s still a problem. I'm guessing you don’t have a lot of time to waste on prospects that aren’t eventually going to lead to a sale.
Every salesperson needs to have a strategy in place to make sure they’re putting in the right amount of effort with the right prospects.
Below are three techniques you can use to prioritize the prospects that are most likely to strike a deal.
1) Narrow Down To Only Bullseye Customers
Every business specializes in servicing a specific type of customer, and your company is no different, I bet, which leads me to ask: why aim for something other than your sweet spot?
If your bullseye customer is a mid-size, growing business, it doesn’t make a ton of sense investing time into a prospect from a two-person startup.
Nothing against startups, but if they’re not in your target customer wheelhouse, don’t waste the effort if you have other companies in the queue that better fit who you serve.
2) Analyze The Potential Growth Of Your Bullseye Customers
As a general rule of thumb, companies that are generating a lot of revenue are probably also spending more money. You have a better shot at landing a growing retailer than one who has struggled the past three quarters to get out of the red.
3) Identify Which Industries You Can Make The Most Impact In
Certain industries are growing more than others. Trying to get involved with a company that sells pagers wouldn’t be a smart move, would it? Not exactly a booming industry.
Similar to the second point, if you focus your energy on companies in industries that are seeing success, you’re more likely to set up quality meetings with interested buyers. It makes sense to hop on a roller coast as it’s heading up the track instead of waiting to jump on just before it comes to a halt at the station.
Prioritizing your prospect list begins with identifying your bullseye customer and ends with determining the company’s potential for growth, which includes taking into consideration the growth of the overall industry.
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